An effort never goes unnoticed; this is especially true in b2b sales and marketing. A special effort to cement the relationship with your prospects; to bring more convenience through your services or products; to solve your client’s challenges can go a long way in b2b sales.
Intent data can help design your strategies that can be more customer-centric and can help you solve thier business challenges
Here are some challenges of b2b enterprises and some interesting ways you can adopt to combat these challenges making intent data work for you to augment your b2b sales.
So what are the typical challenges that b2b companies face
Often b2b companies have to decipher through various levels of decision makers to be able to reach the most influential decision maker even before they can even start a conversation with the prospect. In addition; B2B companies have to face a lot of competition while they are trying to convince their buyers as to why their solution is better than anyone else’s. So the best way to reach the prospect at the right time is to know the prospect well. This is where intent data comes into play!
B2B services and solutions also need to be customized to suit specific requirements and to be able to come up with a precise solution. The need for constant research and innovative solutions and creative marketing and sales strategies all put together is a lot of hard work; that may or may not guarantee the desired results. This is why Intent data makes things easy for converting b2b challenges into opportunities.
How can intent data reduce the sales cycle?
Everyone has witnessed the emerging power of intent data in the recent years; and it is not a surprise that it is working in favour of b2b companies and other markets as well.
Intent data works in a very peculiar manner. It works on the basis of the algorithms that take into account the amount of time spent by prospects or companies on a website, the scrolling speed, the amount of content consumed by the prospects and many more aspects that help generate a score for each company or prospect.
Any spike in particular online behaviour can also be observed and depending upon these behavioural patterns identified through intent data; companies can configure their strategies to meet or connect with the prospect at the right time with the right proposal or sales pitch.
Knowing so many aspects of the buyer or prospect reduces the time and effort of sales teams to be able to convert the prospect into business. With the support of intent data; it takes less of an effort to invest in a potential prospect; and intent data always guarantees that you invest in the right prospect thus further reducing the sales cycle for faster and better business outcomes.
So how does intent data typically help companies?
- Intent data helps companies prep up well in advance to have the insights handy such as which companies or prospects are searching for which solutions
- Intent data insights most importantly help b2b business owners to predict the future purchase decisions of a buyer or when on an average would the prospect be ready to make an investment
- To filter out the good leads or reach out only those prospects who are active buyers or decision makers who are most likely to influence the purchase decision
- To monitor the overall digital footprints or the online behavioural patterns of the prospects to identify and capture upsell opportunities
Conclusion:
Intent data is definitely the future of b2b or any enterprise for that matter that wants to know the customer well in advance. Making the marketers fully ready to reach out to the most potential customers for a successful sale is key to intent data’s success. It will facilitate precise ad-targeting to the right audience and decision makers in specific region and specific industries too; thus making intent data an invaluable tool for b2b marketers.
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